An authoritative handbook for independent counsultants emphasizes successful marketing techniques for consulting services. The focus on marketing is distinguished from "sales." Guidelines and facts are presented regarding what consultants in various areas do and what they should do; why consultants often fail; how to establish a consulting practice; how to find leads through marketing and close sales; marketing in the public sectors; personal performance and objective requirements in conducting initial meetings with a new client or prospective client; the vital art of preparing proposals; negotiations, fees, and contracts; effective consulting processes; preparation of presentations, final reports, and other outputs; fees and collections; requisite consultant skills development; identification of miscellaneous "profit centers" for consulting; and business ethics. An extensive tabulation of resource information and materials for consultants is included. (

Book details

• Format Hardcover
• Pages414 pages
• LanguageEnglish
• ISBN10047186742X
• ISBN139780471867425